Sales Engine

AUGUST 22, 2016

We’re uniquely positioned because of our diversity in product offerings, but we compete with large firms that have more resources available to their marketing and sales team. Quick Results Validate the Strategy Strong content engagement and increased website traffic is a welcomed result from First Rate’s new marketing initiative. “In

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Demand Generation 120

Sales Engine

FEBRUARY 18, 2016

Content marketing is maturing in 2016 from a social media tactic to a formalized go-to-market strategy, but that doesn’t mean that, as marketers, we must generate more content. Many companies make the mistake of developing content like it’s just another marketing campaign. Be in constant contact with sales.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

FEBRUARY 18, 2016

Content marketing is maturing in 2016 from a social media tactic to a formalized go-to-market strategy, but that doesn’t mean that, as marketers, we must generate more content. Many companies make the mistake of developing content like it’s just another marketing campaign. Be in constant contact with sales.

Content 120

Content Thought Leadership Custom Publishing Segmentation 120

Sales Engine

JANUARY 7, 2016

If you thought that coffee was for closers, I can tell you with absolute certainty that it’s for content marketers too. It's not that buyers ever wanted to talk to sales reps, but it was the only way they could learn about best practices and what solutions were available in the market.

Top of Funnel 120

Top of Funnel Features B2B Thought Leadership Digital Marketing Funnels 120

Sales Engine

SEPTEMBER 13, 2017

Savvy B2B marketers are recognizing the limits of today’s email marketing and web analytics applications for generating qualified sales leads and are switching to a demand generation solution to ensure a continuous stream of qualified leads. Execute a marketing campaign—does the system work as promised?

Demand Generation Agencies 120

Demand Generation Agencies Marketing Budget Demand Generation Demand 120

Sales Engine

SEPTEMBER 25, 2015

Even as a CEO of a content marketing agency , I still get this pressure from my board and colleagues—and they all know how buyers have more control these days, buying on their own time frames, not ours. There are not a series of projects that you can assign to marketing that maps to this journey. Need a Sales Hunter?

Top of Funnel 120

Top of Funnel Lead Ranking Thought Leadership Demand Generation Agencies 120

Sales Engine

AUGUST 10, 2016

Content marketing is more like producing a magazine and less like producing an advertising campaign. The goal of content marketing is to start conversations with prospects where they say, “Hmm. The right question to ask is how can we effectively communicate our solution to prospects to demonstrate that we understand their pain?

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

JANUARY 25, 2016

How to Dominate Your Market With Content from SalesEngine 1. Most of us understand that the world of marketing has changed—B2B has gone digital. As marketers tried to get the most out of this new digital world they re-discovered the importance of content. So what does this have to do with content marketing?

Enterprise Management 120

Enterprise Management Marketing Management Marketing Automation Services Sales Qualified Leads 120

Sales Engine

NOVEMBER 30, 2015

Content marketing is more like producing a magazine and less like producing an advertising campaign. The goal of content marketing is to start conversations with prospects where they say, “Hmm. The right question to ask is how can we effectively communicate our solution to prospects to demonstrate that we understand their pain?

B2B Thought Leadership 120

B2B Thought Leadership Thought Leadership Content B2B Sales 120

Sales Engine

MARCH 31, 2016

As technology and connectivity advances, marketers have had to move away from mass media targeting campaigns towards producing more real-time, contextual content that creates one-to-one interaction with potential buyers. This turns out to be a real challenge for digital marketers. Marketing is based on trust.

B2B Sales 120

B2B Sales Process B2B Marketing Automation Services 120

Sales Engine

DECEMBER 21, 2015

Most companies realize that their best opportunity for growth is to commit to content marketing. Although this is a great place to start if you’re just getting your feet wet with content marketing, looking at how much content you need to produce is putting the focus in the wrong place. Do you see it?

Budget Programs 120

Budget Programs Work Management Marketing Management Allocation 120

Sales Engine

JUNE 23, 2016

As content marketers , there are a lot of things that we can and should be measuring—open rates, click through rates, number of visitors (unique and returning), number of users, conversion rates, number of impressions, social media likes and followers, and so on.

Lead Ranking 120

Lead Ranking Marketing Qualified Leads Sales Qualified Leads Top of Funnel 120

Sales Engine

DECEMBER 22, 2015

Whether you are the owner of a business or the head of marketing, let’s face it—you want to dominate your marketplace. Obviously, you’re going to continue the campaigns, but eventually the keywords that you’ve been paying for are going to have diminishing returns. A great example is Redbull.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Funnel Advertising 120

Sales Engine

MARCH 17, 2016

Once upon a time, branding was the main focus of marketing departments. As marketers, we spent our budgets on bold logos, memorable slogans, pricy sponsorships, advertising, and PR campaigns designed to get us in the Wall Street Journal. They need marketing-qualified leads today and sales-ready buyers tomorrow.

Budget Programs 168

Budget Programs Content Marketing Brand Identity Branding 168

Sales Engine

APRIL 24, 2018

3 Reasons to add pay-per-lead white paper syndication to your digital marketing plan There are three challenges every B2B marketer faces as they try to build a lead generating engine to feed their sales team: 1. Content marketing can be a long, expensive, and uncertain journey. Simply put, you need to do content marketing.

Paper 159

Paper Planning Marketing Plans Marketing Automation Services 159

Sales Engine

APRIL 7, 2016

Sales and marketing alignment has been overused because many B2B companies are still operating with an outdated model where marketing builds branding and awareness and sales books appointments. If that describes your company’s current sales and marketing process, then yes, alignment is just a buzzword.

Lead Ranking 136

Lead Ranking Marketing Qualified Leads Sales Qualified Leads MQL 136

Sales Engine

JULY 5, 2016

Whether or not buyers wanted to talk to a rep, contact with reps was the only way to learn about best practices and solutions in the market. Marketing was responsible for branding and awareness , and a sales rep would generate their own leads by hitting the phones, knocking on doors, or asking for referrals.

Work Management 149

Work Management Marketing Automation Services Marketing Management Budget Programs 149

Sales Engine

SEPTEMBER 2, 2015

Coincidentally, I think the zoo lays out a great roadmap for content marketers. So what does this have to do with content marketing ? The starting point for every content marketing program is the strategy, and for the zoo, that means exhibits—the content that people actually want to consume. How will they get to you?

Marketing & Strategy 120

Marketing & Strategy Demand Generation Agencies Content Marketing Agencies 1 120

Sales Engine

MAY 31, 2016

Creating this presence through content marketing involves orchestrating a wide spectrum of initiatives that will reach buyers in the places they frequent, engage them as they research and consider solutions, and equip your sales team to connect with them in a way that results in a conversation.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Resources Demand 120

Sales Engine

MARCH 15, 2017

You may find that a single person can take on multiple roles—managing copywriting and execution for email campaigns, for example. Marketing automation software alone can be prohibitively expensive, and you still need people to create and run campaigns, manage your database, and close deals.

Demand Generation Agencies 120

Demand Generation Agencies Demand Generation Resources Demand 120

Sales Engine

JANUARY 28, 2016

Even though this article talks mostly about media companies, the same can be applied to B2B content marketers : We’re simply putting out too much content for our prospects to consume—and the more we produce, the less engagement we actually have. In other words, when I send out a campaign, how many leads did it generate?

Webinar Metrics 120

Webinar Metrics Marketing & Strategy Content Paper 120

Sales Engine

AUGUST 23, 2016

For decades, the B2B marketer has been a manager of projects. They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. Project-based marketing always has a beginning, middle, and an end. The middle of the sales cycle is where most companies experience difficulty.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

OCTOBER 8, 2015

For decades, the B2B marketer has been a manager of projects. They develop white papers, email campaigns, go to trade shows, and —well, you know, execute on lots of projects. Project-based marketing always has a beginning, middle, and an end. The middle of the sales cycle is where most companies experience difficulty.

Top of Funnel 120

Top of Funnel Process B2B Thought Leadership Work Management 120

Sales Engine

APRIL 20, 2016

They need marketing. If marketing does not step in to fill this void digitally and engage these anonymous buyers, sales reps are going to miss out on deals that they never knew existed in the marketplace. Digital marketing depends upon content. They need help getting in the door. Content is the new currency and it builds trust.

Lead Ranking 218

Lead Ranking Lead Gen Lead Scoring Leads 218

Sales Engine

MARCH 30, 2016

Source: MarketingSherpa ) Mapping the Nurture Offers to the Sales Funnel A nurture campaign should progressively nudge an MQL down the three broad phases of the sales funnel: awareness (top of funnel), consideration/evaluation (mid-funnel), and decision/purchase (bottom of funnel). Here’s how we do it for our clients.

Lead Nurturing 136

Lead Nurturing Marketing Qualified Leads Lead Ranking Top of Funnel 136

Sales Engine

NOVEMBER 3, 2017

Marketing budgets spent on bold logos, memorable slogans, pricey sponsorships and colorful presentation were all devised for a simple overarching purpose: to get Sales in the door. Calculating ROI The design of a website, logo, or email campaign can shape a positive image of a company. It bred credibility.

Brand Identity 149

Brand Identity Branding Budget Programs Marketing Automation Services 149

Sales Engine

FEBRUARY 11, 2016

As sales and marketing professionals, I think we can all identify—players on the field feel like they are facing an all-out blitz! Ladies and gentlemen, put your hands together for The Chief Marketing Officer (CMO)! How are today’s marketing leaders accountable for revenue goals? Sales Plans are unattainable!

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120

Sales Engine

FEBRUARY 11, 2016

As sales and marketing professionals, I think we can all identify—players on the field feel like they are facing an all-out blitz! Ladies and gentlemen, put your hands together for The Chief Marketing Officer (CMO)! How are today’s marketing leaders accountable for revenue goals? Sales Plans are unattainable!

B2B Thought Leadership 120

B2B Thought Leadership Lead Ranking Thought Leadership Marketing Qualified Leads 120

Sales Engine

DECEMBER 28, 2015

You know content marketing will work for your company—your competitors are doing it, and they’re kicking your butt. Here are 4 strategies you can use to get your content marketing budget approved in 2016. Realize, however, that most large-scale content marketing programs started out by testing the waters with a small pilot project.

Budget Programs 120

Budget Programs Top of Funnel Marketing Budget Webinar Metrics 120

Sales Engine

AUGUST 17, 2016

The development of ongoing, thought-leadership content has become the necessary element for a marketing program that increases visibility and produces leads, but it’s not enough simply to publish a blog or white paper anymore. Develop campaigns from the information collected based around the reoccurring themes and publish.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

MARCH 13, 2017

Marketing budgets spent on bold logos, memorable slogans, pricey sponsorships and colorful presentation were all devised for a simple overarching purpose: to get Sales in the door. Calculating ROI The design of a website, logo, or email campaign can shape a positive image of a company. It bred credibility.

Brand Identity 120

Brand Identity Branding Budget Programs Marketing Automation Services 120

Sales Engine

DECEMBER 11, 2015

The development of ongoing, thought-leadership content has become the necessary element for a marketing program that increases visibility and produces leads , but it’s not enough simply to publish a blog or white paper anymore. Develop campaigns from the information collected based around the reoccurring themes and publish.

Thought Leadership 120

Thought Leadership Top of Funnel Ad Building Buyer Personas 120

Sales Engine

MAY 12, 2016

Marketing budgets spent on bold logos, memorable slogans, pricey sponsorships and colorful presentations were all devised for a simple overarching purpose: to get sales in the door. But it’s not the main goal of today’s demand generation engine fueled by content marketing. It bred credibility. Did it translate into a lead?

Top of Funnel 120

Top of Funnel Brand Identity Branding Budget Programs 120

Sales Engine

NOVEMBER 24, 2015

That’s good news if you’re just getting your feet wet in content marketing because you can learn from best practices to drive superior execution to stand out. But before you start your content generating engines, let’s back up a bit and look at 7 elements that every successful content marketing strategy must have: 1.

Top of Funnel 120

Top of Funnel Marketing & Strategy Marketing Strategy Content Marketing 120

Sales Engine

NOVEMBER 6, 2015

We are all looking for a competitive advantage, and if you’re fortunate enough to be selling a completely unique product from a well-known firm to a needy market, you probably don’t have to be very good at marketing to be successful. But B2B companies have found success in content marketing , and they’re upping the ante.

Top of Funnel 120

Top of Funnel Lead Ranking Marketing Qualified Leads Digital Marketing Funnels 120

Sales Engine

AUGUST 22, 2016

We are all looking for a competitive advantage, and if you’re fortunate enough to be selling a completely unique product from a well-known firm to a needy market, you probably don’t have to be very good at marketing to be successful. But B2B companies have found success in content marketing , and they’re upping the ante.

Top of Funnel 120

Top of Funnel Lead Ranking Marketing Qualified Leads Digital Marketing Funnels 120

Sales Engine

AUGUST 4, 2016

That’s actually good news for small and midsize companies who could never afford to compete with the huge sales teams of market leaders, but the key to making content marketing work as a prospecting tool is that it must lead to sales conversations. There are annual research papers and benchmark reports.

Top of Funnel 120

Top of Funnel Lead Generation Sales Qualified Leads Lead Scoring 120